Reviewed is the book''s 10 chapters and a “bonus” interview concerning best practices in SAM. read more

Reviewed is the book''s 10 chapters and a “bonus” interview concerning best practices in SAM. read less

Guidelines for writers, ideas for topics and the benefits to authors and their organizations read more

Guidelines for writers, ideas for topics and the benefits to authors and their organizations read less

A case study of some of Wacker Chemie AG’s best-practice strategies to global team leadership. read more

A case study of some of Wacker Chemie AG’s best-practice strategies to global team leadership. read less

The author addresses four fundamental changes in the marketplace that often lead to a significant misalignment of pricing or pricing expectations. read more

The author addresses four fundamental changes in the marketplace that often lead to a significant misalignment of pricing or pricing expectations. read less

Highlights from the results of recent research, conducted by ZS and SAMA, on current trends and challenges with incentivizing SAMs across industries read more

Highlights from the results of recent research, conducted by ZS and SAMA, on current trends and challenges with incentivizing SAMs across industries read less

To companies embracing experimentation (fail fast), the authors offer four strategies to choose among options for testing. read more

To companies embracing experimentation (fail fast), the authors offer four strategies to choose among options for testing. read less

The authors contend that to combat anemic growth, many B2B companies have turned to mergers and acquisitions (M&A). They recommend that to drive organic growth, B2B businesses instead need to move... read more

The authors contend that to combat anemic growth, many B2B companies have turned to mergers and acquisitions (M&A). They recommend that to drive organic growth, B2B businesses instead need to move to an analytics-based sales approach, read less

Procurement’s long-term survival is dependent on it developing beyond its traditional “cost-savings enabler” role, which has implications for the sell side. read more

Procurement’s long-term survival is dependent on it developing beyond its traditional “cost-savings enabler” role, which has implications for the sell side. read less

To increase the probability of M&A programs meeting expectations,the author advises a more granular analyses on the individual account level. read more

To increase the probability of M&A programs meeting expectations,the author advises a more granular analyses on the individual account level. read less

The authors note that “financial smarts means being able to have a business conversation, not prepare financial statements.” They present a model that makes it easier to understand and use financi... read more

The authors note that “financial smarts means being able to have a business conversation, not prepare financial statements.” They present a model that makes it easier to understand and use financial language and a checklist that identifies 11 possible ways within four groupings to improve financial performance read less

The authors'' research on determining the best messaging approach to communicate a price increase is described and a practical messaging framework to use in renewal and price increase conversation... read more

The authors'' research on determining the best messaging approach to communicate a price increase is described and a practical messaging framework to use in renewal and price increase conversations is provided. read less

The author of the book 63 Innovation Nuggets describes two easily understandable innovation ideas. read more

The author of the book 63 Innovation Nuggets describes two easily understandable innovation ideas. read less

The article highlights the Excellence Award-winning strategic realignment of CSI’s leadership structure which led to better internal and external communication and a significantly improved, consist... read more

The article highlights the Excellence Award-winning strategic realignment of CSI’s leadership structure which led to better internal and external communication and a significantly improved, consistent customer experience. read less

When suppliers follow a prescribed deal-readiness process that mimics buyers’ strategic sourcing process involving months of planning, analysis and coordination, they can increase win rates, add t... read more

When suppliers follow a prescribed deal-readiness process that mimics buyers’ strategic sourcing process involving months of planning, analysis and coordination, they can increase win rates, add top-line and bottom-line growth and gain insights into their commercial execution capability. read less

While it’s difficult to come up with a smart strategy, it''s exponentially harder to get people to execute on that strategy. The main problem is not a lack of strategic thinking but a lack of strat... read more

While it’s difficult to come up with a smart strategy, it''s exponentially harder to get people to execute on that strategy. The main problem is not a lack of strategic thinking but a lack of strategic action. read less

The author shares Nalco Water''s experience in co-creating, with Microsoft, digital platforms for water management, resulting in more than $7 million in reduced annual operating costs and business ... read more

The author shares Nalco Water''s experience in co-creating, with Microsoft, digital platforms for water management, resulting in more than $7 million in reduced annual operating costs and business risk for one of Microsoft’s data centers. read less

The author cautions on four common misconceptions about how digital disruption will happen. read more

The author cautions on four common misconceptions about how digital disruption will happen. read less

The authors share their Excellence Award-winning journey in creating an ecosystem that more than doubled overall revenue in three years and consolidated and extended a key customer relationship. read more

The authors share their Excellence Award-winning journey in creating an ecosystem that more than doubled overall revenue in three years and consolidated and extended a key customer relationship. read less

Excellence Award winner Adobe shares its journey in transitioning to a SAM program that has consistently posted record annual sales, account expansion and customer satisfaction scores. read more

Excellence Award winner Adobe shares its journey in transitioning to a SAM program that has consistently posted record annual sales, account expansion and customer satisfaction scores. read less

This first article in a five-part series covers the impact of digital technologies on SAM strategy and business models. read more

This first article in a five-part series covers the impact of digital technologies on SAM strategy and business models. read less